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F&I Tip of the Week: Key Replacement

Jul 7, 2015 | 2611 views

 

Transitioning to the Menu

Jan 17, 2013 | 2596 views

 

F&I Tip of the Week: Make It Your Own

Jun 11, 2015 | 2586 views

 

F&I Tip of the Week: Follow the Recipe

Nov 10, 2014 | 2546 views

 

F&I Tip of the Week: Setting Expectations

May 28, 2015 | 2529 views

 

F&I Tip of the Week: Objection Prevention

Aug 26, 2014 | 2521 views

 

F&I Tip of the Week: Expensive Tech

Jan 13, 2015 | 2507 views

 

F&I Tip of the Week: Instinct vs. Process

Nov 4, 2014 | 2505 views

 

F&I Tip of the Week: The Power of the Pen

Jul 29, 2014 | 2484 views

 

F&I Tip of the Week: The Follow-Up Opportunity

Jan 19, 2017 | 2480 views

 

Where's the Customer?

May 21, 2013 | 2462 views

 

F&I Tip of the Week: Writing Your Own Check

Jun 30, 2015 | 2458 views

 

F&I Tip of the Week: The F&I Close

Dec 2, 2014 | 2451 views

 

F&I Tip of the Week: The Right Way to Listen

Jun 23, 2015 | 2407 views

 

Time to Eliminate

Jan 15, 2013 | 2398 views

 

F&I Tip of the Week: Measuring F&I Success

Jun 18, 2015 | 2392 views

Blog

So Here's the Deal

Ronald J. Reahard
Selling to Short-Term Owners

By Ronald J. Reahard
The magazine’s F&I pro responds to a question about how to build value in F&I protections if the customer says he plans on paying off his loan long before the term expires.

(Video) Selling High-Mileage VSC Plans

By Ronald J. Reahard
How do you sell a $3,000 VSC on an $8,000 car? Top trainer offers a four-step process to ensure every customer gets the protection they need.

Selling Warranty Compliance Plans

By Ronald J. Reahard

Handling the ‘Last Car’ Objection

By Ronald J. Reahard

Done Deal

Gregory Arroyo
Resolution Needed

By Gregory Arroyo
The editor shares some insider information regarding the industry’s efforts to get the Defense Department to reconsider last month’s interpretive rule regarding the sale of GAP and credit insurance to military consumers.

Rescinding the CFPB’s Auto Finance Guidance

By Gregory Arroyo
The editor debunks a few myths about the Consumer Financial Protection Bureau, then explains why the industry is on the brink of repealing the bureau’s auto finance guidance.

Still a Work in Progress

By Gregory Arroyo

It Is Unwise to Lower Your Defenses

By Gregory Arroyo

Mad Marv

Marv Eleazer
Chargeback Prevention

By Marv Eleazer
How do you respond to a customer who wants to cancel the F&I program you sold them? His Madness digs into four common reasons consumers give for wanting out of a protection plan.

Your F&I Backup Plan

By Marv Eleazer
Equipment failures can’t stop an F&I manager who is prepared for any contingency. His Madness lists four backup plans you can implement today.

Love It or Leave It

By Marv Eleazer

G.O.Y.A.

By Marv Eleazer

On the Point

Jim Ziegler
Sharpen Your Survival Skills

By Jim Ziegler
‘Da Man’ has a plan you can use to survive the collapse of the car business and remain profitable through the dealer apocalypse.

Sales Rock Stars Still Exist

By Jim Ziegler
Da Man says $40,000-a-month sales rock stars still exist. He says you’ll find them on YouTube and Facebook Live.

The New Stooges

By Jim Ziegler

Is Your Quick Lube Driving Away Business?

By Jim Ziegler